Session Details - Financial and Business Development

Education Sessions Alternative Services and Private Pay Financial and Business Development Clinical and Disease Management Human Resources Hospice and Palliative Care Services Legal and Regulatory Issues Marketing Management and Leadership Development Pediatric Care Quality and Outcomes Telehealth and Technology Course Schedules Sunday Courses Monday Courses Tuesday Courses

106. Financial and Business Development
De-Mystifying Financial Statements for Clinical Managers
Attendees will learn how a large, not-for-profit, home health and hospice agency "transformed" typically formatted financial statements into a unique, new budgeting and reporting process that is more identifiable and functional for Clinical Managers. The program will describe how the leadership team developed and implemented this new budgeting process and share with attendees the reporting management forms and tools.

Objectives:

• Analyze the dynamics of organizational change in home health and hospice.
• Identify the key elements for defining and assessing overall operational performance.
• Convert key clinical elements into a statistical budget format.

Faculty: Ronald Clitherow, MA, MPH, Senior Management and Operations Consultant, Larson Allen Health Care Group, Charlotte, NC; Lou Ann Jones, RN, BSN, Vice President for Clinical Services, Home Health and Hospice Care, Inc. (3HC), Goldsboro, NC; Frank Cobia, CPA, Vice President of Finance/Chief Financial Officer, Home Health and Hospice Care, Inc. (3HC), Goldsboro, NC

Course Level: Advanced; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA)

107. Finance and Business Development
Financial Analysis Boot Camp for Home Care Mergers and Acquisitions
This session is an introduction to issues of financial analysis that are important to home care providers who are considering mergers, acquisitions, or divestitures. Topics to be addressed include range of data, format of data, and key points of analysis necessary for company valuation.

Objectives:

• Describe the basic financial statements necessary for management decision making and company valuation.
• Explain the importance of balance sheets, profit and loss statements, aging receivable reports, cash flow statements, and tax returns.
• Discuss the importance of EBITDA and examine non-recurring and personal expenses.
• Review the impact of financial analysis on company valuation and the merger and acquisition process.

Faculty: Jack Eskenazi, Senior Vice President, American Health Care Capital, Los Angeles, CA; Paul Giles, Home Health Director, Catholic Health Care West, Pasadena, CA

Course Level: NoviceñIntermediate; 1.8 nursing CEs (MNA/Approval Pending); 1.0 CPEs (NASBA/SKA)

206. Financial and Business Development
The Future of Hospital Based Home Care IS in a Free Standing Structure!
This program will discuss the operational and financial information issues of hospital based agencies, particularly related to Medicare PPS and their hospital's (health system) patient population diagnosis and payer profiles. The program will discuss the most viable solution and approaches that have been very successfully implemented by former hospital based agencies.

Objectives:

• Review the Financial and Operational impediments to a hospital based agency.
• Review the advantages of a free-standing operational structure.
• Discuss actual examples of successful free-standing agencies that were formerly hospital based.

Faculty: Pat Laff, Consultant, Laff Associates, Hilton Head Island, SC; Pamela Steding, President and CEO, CHRISTUS Home Care, San Antonio, TX

Course Level: Intermediate; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA)

307. Financial and Business Development
WWW.Due Diligence: What, Why, and When
Due diligence is usually performed at different levels of intensity and detail throughout the life cycle. This program will discuss the various aspects and the timing of this process. It will also describe the legal, business and strategic considerations in the due diligence and what benefits and pitfalls may break the deal or simply give opportunities to renegotiate the transaction.

Objectives:

• Discuss objectives in a sound due diligence.
• Identify the forms of due diligence.
• Analyze due diligence findings.

Faculty: Sheldon Berman, CPA, CVA, Principal, Simione Consultants, LLC, Hamden, CT

Course Level: IntermediateñAdvanced; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA)

311. Financial and Business Development, Hospice and Palliative Care Services
How to Become a Medicare Part B Provider
Have you considered being a Medicare Part B provider for physician services? Home care agencies and hospice programs are developing physician services to provide palliative care consultations. This program will give you the how to's on the process: how to apply for the provider number; how to structure the program; how to bill for services; how to manage the program; and how to establish the medical records and office system.

Objectives:

• List the elements of a Part B application.
• Discuss the legal and contractual considerations of Part B services.
• Evaluate the operational components of Part B services.

Faculty: Carla Braveman, RN, MEd, CHCE, Executive Director, VNA & Hospice of Cooley Dickinson, Northampton, MA; Mary Sheehan, RN, MSN, MBA, Senior Vice President of Clinical Services, Palliative CareCenter and Hospice of the North Shore, Evanston, IL

Course Level: IntermediateñAdvanced; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA)

406. Financial and Business Development
"Getting to the Bottom of It:" Recognizing the Drivers Underlying Your Financial PerformanceóPart I: Revenue Drivers
This session will begin with faculty identifying the key revenue drivers such as: market growth; payment adjustments by type; common down-codes by category; and average case mix weights, etc. Discussion will then be focused on the tools required for measuring and evaluating revenue driver impact and performance.

Objectives:

• List four revenue drivers that impact financial outcomes.
• Identify the tools required for evaluating/measuring revenue driver impact and performance, and determining drill- down parameters.
• Describe how effective data drill-downs can assist in the identification of opportunities for revenue improvement.

Faculty: Celeste Roberson, BSN, MPH, Senior Partner, Roberson, Muck & Associates, Wilmington, NC; Jan Potts, RN, BSN, MBA, Vice President of Operations, Northwestern Memorial Home Health Care, Chicago, IL; Danny Hart, CPA, MBA, Partner, Horne, LLP, Jackson, MS

Course Level: NoviceñAdvanced; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA)

407. Financial and Business Development
Cost Report 101: How to Complete a Medicare HHA Cost Report
This program is designed to demonstrate the basic structure of the Medicare cost report. The program will explore, in- depth, the various worksheets that make up the cost report, along with the CMS 339 questionnaire and other required attachments.

Objectives:

• Demonstrate the basic structure of the Medicare cost report.
• Review the various worksheets that make up the cost report along with the 339 questionnaire and other required attachments.
• Discuss what information can be developed from an accurate and completed cost report.

Faculty: Thomas Boyd, BA, MBA, Principal, Boyd & Nicholas, Inc., Rohnert Park, CA; Vern Peterschmidt, BS, President, Peterschmidt & Associates, Albuquerque, NM

Course Level: Intermediate; 1.8 nursing CEs (MNA Approved Pending); 1.0 CPEs (NASBA/SKA)

506. Financial and Business Development
"Getting to the Bottom of It:" Recognizing the Drivers Underlying Your Financial PerformanceóPart II: Cost Drivers
This session is the second of a two-part session series and will focus providers on the key cost drivers that affect financial outcomes. The first session in the series (406) focused on the key revenue drivers underlying financial performance.

Objectives:

• List three cost drivers that impact financial outcomes.
• Identify the tools required for evaluating/measuring cost-driver impact and performance, and determining drill-down parameters.
• Describe how effective data drill-downs can assist in the identification of opportunities for cost control and improved financial
  performance.

Course Level: Novice-Advanced; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA)

507. Financial and Business Development
Manage Growth and Make a Profit Using Information Systems in a Rural Health Care System
During its integration, North Mississippi Medical Center increased efficiency and managed 40% growth overall and 100% growth in their hospice. They experienced a $3.7 million turn-around during this integration. This presentation shows how the steps taken to achieve these results as well as integration, implementation, and use of information technology, achieved outstanding results.

Objectives:

• Explain productivity improvements.
• Describe support for agency growth.
• Outline improvements in clinical
  information sharing.

Course Level: NoviceñAdvanced; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA)

706. Financial and Business Development
How to Start a Planned Giving Donation Program
In order to survive, non-profits need to get more creative with their strategic plans and incorporate planned giving into their development program. In this session, participants will learn how this volunteer hospice created a basic planned giving program to ensure its long term financial viability. Participants will also learn how to start a successful planned giving program.

Objectives:

• Identify the components of a successful planned giving program.
• Discuss the different types of planned giving gifts.
• Identify prospects and learn how to communicate the plan.

Faculty: Nancy Vance, BS, Director of Development, Fox Valley Hospice, Geneva, IL

Course Level: Intermediate; 1.8 nursing CEs (MNA/Approval Pending); 1.0 CPEs (NASBA/SKA)

806. Financial and Business Development
Outpatient Therapy for HHAs
Attendees will learn how to expand their traditional homebound services to Outpatient Therapy provided under their provider number. The BBA of 1997 allows agencies to continue therapy of patients on an outpatient basis or provide therapy at Adult Care Centers or ALFs. This course will cover billing, coding, and co-payment collection information needed to implement this program.

Objectives:

• Explain admission and clinical criteria.
• Review financial and billing requirements.
• Explain Medicare bad debts requirements.

Faculty: James Plonsey, President, Medicare Training and Consulting, Landsing, IL; Jean Weber, BSN, Director of Clinical Services, Nurses & Company, St. Peters, MO

Course Level: NoviceñAdvanced; 1.8 nursing CEs (MNA Approval Pending); 1.0 CPEs (NASBA/SKA)

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